Bulletproof Selling

If you've ever had to step away from your sales desk for a vacation or family emergency, you know how stressful it can be to return. Overflowing in boxes in overdue tasks make it difficult to pick up the pieces and restart deal momentum. There is a way to ensure that your deals progress even when you can't be there to sell, and that's what we sat down with Nelson de Miranda to learn. He is the sen...

Many salespeople fall into the habit of being quick to respond to every prospect sentence or question. The best salespeople, however, take the time to pause and assess what the best response might be. To learn how we can leverage the power of the pause to move further in our sales conversations, we sat down with Jeanette Bronee, a culture strategist and global keynote speaker. She shared with us t...

In sales, time is the one resource we can't create more of. Too many salespeople spend their days simply checking tasks off a list without assessing which tasks will get them to their goals the fastest. To learn how we can better prioritize our sales time, we sat down with Ben Fiechtner , CRO of Clari. He showed us how he guides his sales team to better prioritize their time so they can sell more...

 If you've ever had a hard time communicating the value of what you sell to potential prospect, you might want to look in the mirror. Sales people often struggle to convert prospects because they are speaking to the wrong types of buyers. To ensure we are targeting the right audience, we sat down with Dr. Yaniv Zaid , author of the 21st Century Sales Bible and former officer in the Israeli Air For...

Wherever there is misalignment on the sales team between activity and results, you will find a misalignment of understanding. This understanding comes from folks not being clear about what success looks like or the steps it takes to get there. In this week's episode of Bulletproof Selling, we sat down with Russ Hawkins , CEO of Agilence, Inc. He showed us a way that any team can get realigned on t...

In sales, we spent a lot of time generating conversations with buyers. Most salespeople leave the next step of the sales process the chance, hoping they'll be able to perform when it matters most. To ensure that we are crafting compelling sales demonstrations, we sat down with Farzad Rashidi , lead innovator of Respona. He shared with us the same system he and his team use to prepare for their sal...

Chances are, you have heard about artificial intelligence being used in business. Many salespeople have AI platforms as part of their text stack but aren't using the platform to create better conversations. In this week's episode of Bulletproof Selling, we sat down with Mehdi Tehranchi , cofounder and CEO of knowledgenet.ai. He shared with us the same systems he teaches his clients to use to lever...

The best sales are great conversations. The calls that don't go well, on the other hand, can seem like we're speaking different languages. To ensure we are speaking the same language as our prospects, we sat down with Jay Conner , president of The Private Money Authority. He shared the same advice he has given to over a thousand salespeople on how to sell more and serve more by speaking the same l...

Marketing is a critical factor in a great sale, but too many salespeople hope marketing is on the same page they are. Great salespeople work with their marketing teams to ensure all of their strategies are aligned. To learn how we can set that kind of system up for ourselves, we sat down with Chris Peer , CEO of Syncshow. He shared the same system his company uses to align marketing and sales for...

Every salesperson occasionally finds themselves in a slump. What differentiates high-performers from mediocre ones is what they do about it. To learn how we can plan for our slumps and address them quickly, we sat down with Gregg Murphy , an investor/advisor in Patter AI. He shared with us the same system he's been using to get himself out of sales slumps and prevent them from happening in the fut...

Folks are naturally attracted to those who are excited about who they are and what they do. Conversely, if someone doesn't have passion about what they sell, it makes it very difficult to convince anyone else it is worth buying. To learn how we can have the courage to be confident in every one of our sales conversations, we sat down with Chad Coe , owner of a financial planning firm currently mana...

While emails are not as effective as they once were, they should still be a tool in our conversion toolbox. The best salespeople still use emails, but they ensure that those emails are relevant to their prospects. To learn how to make our emails more effective so we can capture more clients, we sat down with Adam Rosen , founder of Email Outreach Company. He showed us how we can magnetize more lea...

As salespeople, we are always looking for ways to replicate our best sales. But what if the key to getting more of our best customers has nothing to do with finding new prospects? In this episode, we sat down with Tom Parbs , vice president of sales for Haas Alert. He showed us how he coaches his sales team to capture what works and ensure it is consistently applied in every conversation and on ev...

During a busy schedule, how do we take time to ensure that we are not falling behind? Instead of waiting for our environment to change before we do, we can take the initiative on our improvement by ensuring we are using best practices. To learn how to systemize rapid evolution in our skill set, we sat down with Moustafa Moursy , president of Push Analytics. He showed us a time-tested way to always...

As our tech stacks grow larger in sales, many salespeople lose sight of what data was supposed to do for us to begin with: make our outreach more efficient and more impactful! If we leverage data before we ever reach out to a prospect, we can ensure better results. To learn how it's done, we sat down with Bob Scarperi , cofounder of Revenue Vision Partners. He shared the same system he coaches his...

Many senior salespeople thrive when they aren't micromanaged, but unfortunately some of them fall into a different trap. They produce so much it is difficult to fire them, but unfortunately cause their leaders to have to manage them by doing damage control with teammates and customers. To learn the art of corralling these types of senior salespeople, we sat down with Steve Weinberg, author of abov...

Many salespeople experiencing downtime in their industries, but we all can do a better job of leveraging seasonal changes to sell and serve more. To learn how it's done, we sat down with Brian Callan , national sales director with Industrial Supply Solutions to learn how he guides his sales team to take advantage of every season and how they sell and how they serve their customers. It's all in thi...

As technology progresses, salespeople's tech stacks only seem to grow. Even the best data won't help us sell more or serve more unless we are leveraging it in relevant ways. To learn how to be more relevant and how we use our prospect data, we sat down with James Roth , CRO of Zoominfo. He walked us through the same system as his salespeople use to take a powerful set of data and make sure they ar...

Salespeople know that relationships create revenue. Unfortunately, they usually focus only on the relationships they have with prospects and customers. This leaves an entire chunk of value off the table: the relationships you could be making between customers! To learn how to leverage our own customer networks as an asset, we sat down with Steve Olds , president of Patriot Mission. He shared the s...

As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent to join our team can seem like speaking a different language. To solve this problem, we sat down with Dan Fantasia , president of tree line Inc. he has helped more than 3500 salespeople find their next opportunity, and he shared the same system that he recommends sales teams use...

Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question we posed to Matt Rose , executive vice president of sales of H-Wave and US Army veteran. He shared the same process he trains his sales team to use to ensure that they never give up the next step of their sales conversations, ensuring that they can sell more and serve more! It's all in this w...

One of the easiest sales to make is to someone who already bought from you. But what happens if you don't have any new products or services to offer? That is a challenge that we brought to Justin Parke , national sales manager with Trader Interactive and veteran of the US Army. He shared exactly how his salespeople develop and communicate the type of value that gets previous customers excited abou...

We all want to do business with more great customers, but how do we find them, and how do we attract them into our orbit? To answer that question, we sat down with Luke Cox , CEO of Hunt Lift Eat, and former infantry captain in the US Army. He walked us through the same system he used to establish his company while still on active duty and ensure that he was attracting customers that had a strong...

Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they can leverage in any sales conversation: their selling style. To learn how to systemize the way we leverage our own sales style as a differentiator, we sat down with Tim Kuehn , vice president of global sales and supply chain with ITS. He shared the same method he trains his tea...

Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are where we can always take the initiative. Unfortunately, too many sales teams hope their salespeople understand how to conduct great outbound, and fewer are aligned on what success looks like. To learn how to establish (or reestablish) a great outbound sales process, we sat down with former Marin...